Handshake Corp.
Handshake Corp.
Blog Post
  • One of the most promising models for strategic decision-making in supply chain management is known as the SCOR model. 70 leading members of the manufacturing, distribution, and solutions supplier industries (in collaboration with the Supply Chain Council) developed the management tool, which is short for “supply chain operations reference model.” The program has been designed...Read more The post ...

Handshake Corp.
Handshake Corp.
Blog Post
  • As manufacturing companies grow and expand, getting products to growing numbers of customers domestically or even globally becomes an ever-greater logistical challenge. Logistics is its own discipline, subject to changing transportation regulations and fluctuations in demand. Squeezing the most profit out of your shipping dollars isn’t always easy when logistics isn’t your primary business focus.....

Handshake Corp.
Handshake Corp.
Blog Post
  • While we’ve already discussed metrics like fill rate and visit to order time on the blog, we haven’t yet talked about Order to Cash––the term that encompasses your end-to-end order processing system. From opportunity creation to order taking to billing, Order to Cash (O2C or OTC) isn’t so much a metric as it is a...Read more The post Order to Cash: What It Is & Why You Should Care appeared first o...

Handshake Corp.
Handshake Corp.
Blog Post
  • The order fulfillment process refers to all the steps companies must take from the moment they receive an order until the items land in customers’ hands. For many wholesale distribution companies, an order fulfillment process might look like this: Order is received, either in person, on the phone, via email, etc. Order must be entered...Read more The post How to Improve Your Order Fulfillment Proc...

Handshake Corp.
Handshake Corp.
Blog Post
  • In the past, paper was the go-to choice for most sales organizations that needed custom sales order forms. Today, businesses can choose between a variety of more convenient options. Instead of paper sales order forms, sales reps can place orders using mobile apps on their smartphones and tablets. Which choice is right for your business?...Read more The post Put Away Paper-Based Custom Sales Order ...

Handshake Corp.
Handshake Corp.
Blog Post
  • What kind of wholesale marketing collateral is needed to support your business? This can be a tough question for many wholesale distributors and manufacturers. With the advent of online marketing tools, B2B eCommerce portals, and the like, some wholesale brands and distributors might be wondering if investing in other marketing collateral is a waste of...Read more The post Wholesale Marketing Coll...

Handshake Corp.
Handshake Corp.
Blog Post
  • For many brands that sell wholesale, utilizing independent reps and rep firms is a key part of their sales strategy. For some, it’s not cost-effective to employ in-house reps, or they simply need to get feet on the ground quickly without having to put resources into establishing a salaried team. Others recognize the depth of the...Read more The post How to Hire Independent Sales Reps to Represent ...

Handshake Corp.
Handshake Corp.
Blog Post
  • If you are a manufacturer or wholesale distributor selling products in a retail environment, it can be tough to stand out from the crowd. Visual merchandising is one key strategy for bringing your products front and center. One part an appeal to aesthetics and one part science, visual merchandising is a time-honored practice that achieves results....Read more The post Visual Merchandising & In-Sto...

Handshake Corp.
Handshake Corp.
Blog Post
  • Mobile technology has transformed how we live our lives. It’s changed the way we search for information, consume content, and communicate with others. It has also changed our purchasing behavior. With mobile commerce, we can now make purchases anytime, anywhere, on a device that fits in our pockets. This is not only true of consumer purchases––it’s rapidly becoming the case...Read more The post Mo...

Handshake Corp.
Handshake Corp.
Blog Post
  • For wholesale distributors thinking about building a sales team from scratch or considering transitioning from independent sales reps to an internal team, figuring out where to start can seem pretty daunting. Especially for businesses still in “start-up mode,” processes related to hiring and firing may not be firmly established. We’ve gathered a few ideas and...Read more The post Building a Sales ...

Handshake Corp.
Handshake Corp.
Blog Post
  • For wholesalers, distributors, and manufacturers with larger sales teams, territory management is key to making sure that sales reps are putting their time and energy where it will have the most impact, maximizing every in-person appointment and minimizing windshield time for low-return accounts. The process involves effectively segmenting customers and prospects so that sales managers...Read more...

Handshake Corp.
Handshake Corp.
Blog Post
  • Can you name the top five to ten brands that are getting a lot of publicity lately? According to the “Brand Visibility Report” from social media monitoring platform Brandwatch, the companies that topped the list in 2017 were global B2C companies like McDonalds, Nike and Adidas. But there were some big B2B companies in the...Read more The post How to Get PR for your Wholesale Product or Brand appea...

Handshake Corp.
Handshake Corp.
Blog Post
  • If you’re a wholesale distributor or manufacturer, and you’re looking to grow your business, B2B eCommerce is likely either already part of your current business model, or soon will be. But what is it––what’s a good B2B eCommerce definition? B2B eCommerce is defined by Investopedia as, “a type of commerce transaction that exists between businesses,...Read more The post B2B eCommerce Definition: Wh...

Handshake Corp.
Handshake Corp.
Blog Post
  • Anyone who’s attended a trade show can tell you that they are essentially competitions for limited amounts of attention, and all that one-upmanship can be a little overwhelming. Fortunately, there is a definite method to trade show madness. We’ve outlined tips on pre-show marketing, preparation, booth staff training, lead generation, and guerilla marketing. In this post,...Read more The post Booth...

Handshake Corp.
Handshake Corp.
Blog Post
  • It’s important to have impartial methods to measure success in wholesale sales. In our new series on wholesale metrics, we’ll cover the most critical metrics you should consider when evaluating the performance of your business. For wholesalers, one of the most salient metrics is fill rate. Fill rate is essential to the order management process and is inherently customer-centric....Read more The po...

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